Your Brand Is Training Data

Lauryn Warnick on positioning B2B brands for a market where AI builds the shortlist before a human shows up.

For twenty years, repositioning a B2B brand was about the room. Get the story sharp enough that your best rep could walk into a pitch and carry it home. The human was the delivery mechanism.

The human isn’t always in the room anymore.

Your buyer opens ChatGPT, types “best [category] for [problem],” and reads back a shortlist before anyone at your company …